Energizing and Arming the Sales Force with Brand Messaging
Our client’s sales force juggled marketing and selling multiple brands and offerings to diverse customer segments. Sales Directors were stretched thin managing teams, budgets, and current customers. Opportunities to reinforce the brand and leverage a story-telling approach lost out to shorter-term, high-priority sales issues on a daily basis.
Symmetrics Group Approach
Symmetrics Group worked with the client on the following items:
- Value Proposition: Symmetrics Group collaborated with the brand, sales leaders and sellers, and the customer/ consumer insights team identify the value that the brand specifically offered to business travel buyers, as well as the business travelers themselves. Using these resources, we developed an internal value proposition around a core theme that emerged from the research.
- Sales Messaging: Knowing that we needed to engage multiple audiences, Symmetrics Group crafted messaging around the hotel brand that would resonate with buyer and traveler personas.
- Videos for Sales Conference: After developing the components of the story, we worked with an interactive agency to script and create three internal selling videos to energize the field and heighten awareness of the brand’s key value to the core customer (travel buyers) and their own internal customer (business travelers).
The resulting sales videos aired at the annual Sales Conference for key global sales leaders to view. The internal value proposition centered on a theme that was unique to brand. Salespeople felt confident that no competitors could make the same argument for their properties. Moreover, the reinvigorated selling story energized the field to take pride in one of the world’s most beloved and trusted brands.
“I liked these videos because they’re succinct and give us key talking points.”
Regional Sales Director,
The Multigenerational Sales Team
More effectively leverage talent across generations who think, sell, and buy in vastly different ways and overcome generational obstacles to drive improvements in both individual and organizational performance.